First value then price : quantifying value in business-to-business markets from the perspective of both buyers and sellers

edited by Andreas Hinterhuber and Todd Snelgrove

Part I. Introduction -- Part II. Selling value : value quantification capabilities -- Part III. Selling value : best practices in value quantificiation -- Part IV. Buying on value : value quantification and B2B purchasing -- Part V. Value quantification and organizational change management -- Part VI. Buying and selling on value : value quantification tools -- Part VII. Epilogue.

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Year of publication:	2017
Other Persons:	Hinterhuber, Andreas (ed.) ; Snelgrove, Todd (ed.)
Publisher:	Abingdon, Oxon : Routledge,
Subject:	B-to-B-Marketing \| Business-to-business marketing \| Lieferantenmanagement \| Supplier relationship management \| Theorie \| Theory

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Extent:	1 online resource
Type of publication:	Book / Working Paper
Language:	English
ISBN:	978-1-315-65681-6 ; 978-1-317-32616-8 ; 978-1-317-32617-5 ; 978-1-138-10162-3 ; 978-1-138-10163-0
Other identifiers:	10.4324/9781315656816 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10013181225